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Article
Publication date: 20 March 2018

Robyn Clay-Williams, Andrew Johnson, Paul Lane, Zhicheng Li, Lauren Camilleri, Teresa Winata and Michael Klug

The purpose of this paper is to evaluate the effectiveness of negotiation training delivered to senior clinicians, managers and executives, by exploring whether staff members…

7740

Abstract

Purpose

The purpose of this paper is to evaluate the effectiveness of negotiation training delivered to senior clinicians, managers and executives, by exploring whether staff members implemented negotiation skills in their workplace following the training, and if so, how and when.

Design/methodology/approach

This is a qualitative study involving face-to-face interviews with 18 senior clinicians, managers and executives who completed a two-day intensive negotiation skills training course. Interviews were transcribed verbatim, and inductive interpretive analysis techniques were used to identify common themes. Research setting was a large tertiary care hospital and health service in regional Australia.

Findings

Participants generally reported positive affective and utility reactions to the training, and attempted to implement at least some of the skills in the workplace. The main enabler was provision of a Negotiation Toolkit to assist in preparing and conducting negotiations. The main barrier was lack of time to reflect on the principles and prepare for upcoming negotiations. Participants reported that ongoing skill development and retention were not adequately addressed; suggestions for improving sustainability included provision of refresher training and mentoring.

Research limitations/implications

Limitations include self-reported data, and interview questions positively elicited examples of training translation.

Practical implications

The training was well matched to participant needs, with negotiation a common and daily activity for most healthcare professionals. Implementation of the skills showed potential for improving collaboration and problem solving in the workplace. Practical examples of how the skills were used in the workplace are provided.

Originality/value

To the authors’ knowledge, this is the first international study aimed at evaluating the effectiveness of an integrative bargaining negotiation training program targeting executives, senior clinicians and management staff in a large healthcare organization.

Details

Journal of Health Organization and Management, vol. 32 no. 2
Type: Research Article
ISSN: 1477-7266

Keywords

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Book part
Publication date: 1 March 2021

Julie McColl and Elaine L. Ritch

By the end of this chapter, you should be able to demonstrate an understanding of:The importance of big data in the information revolution.The resource-based view of the firm and…

Abstract

By the end of this chapter, you should be able to demonstrate an understanding of:

The importance of big data in the information revolution.

The resource-based view of the firm and dynamic capabilities as they relate to big data.

The use of big data in marketing decisions.

Consumer security concerns over the storage and processing of big data.

Details

New Perspectives on Critical Marketing and Consumer Society
Type: Book
ISBN: 978-1-83909-554-2

Keywords

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Article
Publication date: 1 March 2024

Amy Dorie and David Loranger

The purpose of this study is to investigate characteristics of apparel-related critical incidents that motivate both Generation Z and Y consumers to share electronic word-of-mouth…

784

Abstract

Purpose

The purpose of this study is to investigate characteristics of apparel-related critical incidents that motivate both Generation Z and Y consumers to share electronic word-of-mouth (eWOM) via specific online channels.

Design/methodology/approach

The current research used an exploratory mixed-methods approach.

Findings

Qualitative findings of critical incidents revealed that the main situations that led to the spread of eWOM involved new purchases (49%), product quality (21%), pricing and promotions (19%), complaints (9%) and brand content (48%). Participants were motivated to spread information about the critical incidents by a desire to connect with friends and family (83%), help others (37%), influence others (48%) and express brand loyalty (32%). Quantitative results indicated significant relationships between critical incidents, motivations and eWOM channel choice.

Research limitations/implications

This study has theoretical implications for apparel researchers attempting to gain insight into critical incidents that motivate consumers to engage in eWOM on specific channels in a positive or negative manner.

Practical implications

These findings are important for marketers as it appears that brand content does an efficient job at driving engagement on SM; marketers need to increase efforts to engage with consumers via feedback on websites, as this is an opportunity to counteract negative experiences and retain consumers’ loyalty.

Originality/value

To the best of the authors’ knowledge, the current research is the first to extend theories of communication and motivation to connect critical incidents with situational intrinsic and extrinsic motivations for spreading eWOM via online channels for Millennial and Generation Z consumers.

Details

Journal of Consumer Marketing, vol. 41 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 12 February 2025

Mehvish Nazir and Tahir Ahmad Wani

With the advent of metaverse, virtual influencers (VIs) are on the rise and so is their usage in advertisement of various products and services. This study aims to explore the…

25

Abstract

Purpose

With the advent of metaverse, virtual influencers (VIs) are on the rise and so is their usage in advertisement of various products and services. This study aims to explore the domain of sustainable marketing and presents whether a VI can be more effective than their human counterparts (HIs) when it comes to environmental messaging. The study uses the concept of message frames to check which message frame and influencer type leads to more effective communication and ultimately sustainable purchase decisions.

Design/methodology/approach

A 2 × 2 experimental design was employed to check the effect of the type of influencer (HI vs VIs) on message effectiveness using positive and negative message frames which ultimately affect the purchase intentions of the followers. A combination of two-way ANOVA along with PLS-SEM was used to validate the hypothesized relationships.

Findings

The findings from the structural equation modelling revealed that HIs still continue to be better at communicating environmental messages than VIs. Further, in lines with the previous research this study highlighted the importance of negative message frames in enhancing the effectiveness of posts related to environmental causes. Additionally, the study revealed a positive association between message effectiveness, consequential awareness, environmental activism and sustainable purchase intentions.

Originality/value

Though there is an emergent interest in VIs, scant literature exists on how they encourage sustainable consumer behaviour. This study attempts to fill this gap by assessing the comparison between VIs and HIs in terms of promoting sustainable consumption. It is a novel effort in the crossover of sustainable marketing and influencer marketing.

Details

Management Research Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2040-8269

Keywords

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